Michael Tuso - What Does It Take To Be In Tech Sales? #64


Michael Tuso is currently Director of Revenue Performance at Chili Piper.

He has held a variety of sales roles both inside of and outside of technology.  Over the years, he’s sold for Citrix, SnackNation and now Chili Piper. He’s also done a different category of “sales” work as a campaign manager.

To make his story even more colorful, Michael built much of his early sales experience working from South and Central America in places like Costa Rica and Bolivia. So, if you’ve always wondered what it’s like to do technical sales, stay tuned!

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Episode Summary

“There’s a lot of parallels I’ve been able to draw between selling a candidate and selling an actual tech product.”

“When you use too many words it portrays you aren’t confident in what you’re saying.”

“Outside of school, I spent most of my time coaching and training people in various forms of martial arts. I always try to find ways to make my interests mutually reinforce each other and I still do that today.”

—Michael Tuso

Key Milestones

  1. Michael was working in politics but decided to move to La Paz, Bolivia to work at Citrix. What influenced this decision?
  2. The early years of sales + living and working in a new country
  3. The key skills required to be successful in tech sales
  4. Product knowledge alone does not equate to success in sales
  5. The difference between a sales engineer and a sales architect
  6. How do you build an effective tech sales team?
  7. What kind of people are cut out for sales? What makes them succeed at it?

Additional Resources

Michael Tuso on ‘future stating’ in the sales process - https://www.youtube.com/watch?v=AYLIwbQLqeU

Learn more about sales enablement? - https://www.hubspot.com/sales-enablement